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Crazy Sh*t In Real Estate with Leigh Brown

Crazy Sh*t in Real Estate!—a podcast that will shatter the HGTV-induced veneer of real estate, and celebrate the challenges of working in this wild, wacky business.
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Crazy Sh*t In Real Estate with Leigh Brown
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Now displaying: Page 1
Feb 27, 2020

Have you ever just felt like something was...off? Brandon Martens, a REALTOR® of 14 years in Sioux Falls, SD has - and follows his intuition accordingly. He shares the crazy story of showing a home to a couple that had been married three times - to each other - and what he did when something just didn’t feel right. He learned the power of his intuition that day, and now teaches his team and his clients the importance of having safety protocols in place. Listen in to hear the ways Brandon keeps the people he cares about safe - and learn why it’s so important to get educated and involved in politics today. 

Please subscribe to this podcast in iTunes or in the Podcasts App on your phone, and never miss a beat from Leigh by visiting leighbrown.com. If you’re tired of doing real estate alone, enroll in  Leigh Brown University and be sure to use your special “CSIRE” discount code at checkout for $10 off your subscription. 

Time Stamped Show Notes:

  • 01:00 – Introducing Brandon, a REALTOR® of 14 years from South Dakota; he wants to leave the industry better than he found it
  • 03:40 – Brandon’s CSIRE story
  • 02:40 - When he first started, he did whatever he needed to in order to make a sale
  • 03:50 - He was contacted for a foreclosed house on a minimum maintenance road (aka dirt road) 
  • 04:22 - The couple was on their third time being married to each other; he stopped at the kitchen and the whole thing felt “off” 
  • 05:00 - He followed his intuition; the people bought the house, a year later the woman left a message for him and was asking about the house’s issues
  • 05:40 - She had left messages and he answered on the third call; it was two AM 
  • 06:05 - The mortgage person turned real estate agent at their office showed Brandon an article; the husband and wife had committed double suicide
  • 06:35 - Listen to your intuition and implement a policy to keep safety first
  • 07:40 – Lessons and takeaways
  • 08:00 - Safety first and follow your intuition; take care of people but not at your own expense
  • 09:15 - If you’re going to carry a gun, be trained
  • 09:50 – How he educates buyers and sellers on safety procedures
  • 10:15 - He gives his team “points” for a driver’s license on file; he also suggests they have an initial meeting in a public place 
  • 11:30 - Use your agency disclosure as a talking point to make sure they understand it
  • 12:25 - Consumers don’t understand the whole process like REALTORS® should
  • 13:20 – On politics
  • 14:00 - Brandon’s involved in legislation; they discuss rent control and how it kills property values
  • 14:50 - They have part-time legislatures, a transfer tax, and occasional legislation that tries to get pushed through 
  • 16:30 - They are adding a new high school and are re-districting; that affects property values and clients 
  • 17:30 - Invest so people have a voice and seat at the table
  • 18:20 – How to reach Brandon and his team
  • 18:30 - Through his website www.inrealtygroup.com, by email at brandon@inrealtygroup.com

3 Key Points

1.) Safety first! 

2.) Follow your intuition. 

3.) Use your agency disclosure as a talking point.

Feb 20, 2020

“You gotta show them how to do it!” Shaun Pinkston, a real estate agent & REALTOR® in Chicago, IL, shares how she shows Millennials - not just teaches them - how to make sound investments in real estate. She’s driven by her motivation to never let any of her clients deal with the negative experience she did when buying her first home and, as a result, is a powerful fiduciary for her clients and students. Listen in to hear why Shaun is “The Oldest Millennial” - and learn what she has done to help her clients stay ahead of the curve through the market’s ups and downs. 

Please subscribe to this podcast in iTunes or in the Podcasts App on your phone, and never miss a beat from Leigh by visiting leighbrown.com. If you’re tired of doing real estate alone, enroll in  Leigh Brown University and be sure to use your special “CSIRE” discount code at checkout for $10 off your subscription.  

Time Stamped Show Notes:

  • 02:40 – Introducing Shaun, a REALTOR® in Chicago, IL since 2004, and why she got into real estate
  • 03:15 - The REALTOR® when they bought their first property changed something on the offer without telling them; her husband knew the person on the other side
  • 03:40 - He asked the REALTOR® why, and she never answered; she decided she wanted to help people so that others don’t go through the same thing they did
  • 04:20 - She had asked for more money on the offer, perhaps for more commission for her
  • 05:00 - She has now been a fiduciary for her clients 100% since she started 17 years ago
  • 06:10 - Her son wants to go to school first, then maybe get into real estate
  • 07:20 - She started with short-sales and helped people rebuild after the crash
  • 10:00 – Her focus on helping Millenials 
  • 10:45 - She loved listening to the Erin Bradley episode (#184) 
  • 11:35 - People need to become wise and get experience; Millennials need help in avoiding pitfalls so they can get to the end and win
  • 12:20 - She does group events and just hosted one called “Millennials Investing in Real Estate”; almost 40 people showed up and they were expecting 20
  • 13:45 – On her investments and teaching
  • 14:00 - They teach people because they’ve done it for the past 17 years; they help them with budgeting and offers based on experience
  • 15:00 - Her husband is a contractor, which also helps; she’s a Millennial REALTOR® who has their back
  • 15:45 – Shaun’s CSIRE story
  • 16:00 - It was shocking to see the conditions of some of the short-sale homes
  • 17:10 - Don’t let looks stop you from seeing a diamond in the rough; it can be daunting and make you want to help more
  • 19:14 - They have four workshops to hand-hold through the circle of investing 
  • 20:30 – How to contact Shaun: Instagram, Twitter, and Facebook

3 Key Points

1.) Be a fiduciary for your clients.

2.) When you focus on helping others, everyone wins. 

3.) Keep an eye out for a diamond in the rough!

Feb 13, 2020

Have you been caught with a red Solo cup? Melissa Lynn Hunt, a photographer and incredible mentor changing the lives of teens in Concord, NC, shares some life skills she teaches her students - including social media etiquette and self-defense, to name a few. She’s deeply aware of her purpose and is propelled by the understanding that business should be done through service, not just by transaction. Listen in to learn the top four things Melissa looks for in an agent - and learn a few things you can do to deepen personal and business relationships in your own life.

Please subscribe to this podcast in iTunes or in the Podcasts App on your phone, and never miss a beat from Leigh by visiting leighbrown.com. If you’re tired of doing real estate alone, enroll in  Leigh Brown University and be sure to use your special “CSIRE” discount code at checkout for $10 off your subscription. 

Time Stamped Show Notes:

  • 01:00 – Introducing Melissa Lynn Hunt and what real estate has brought to her life; she’s in Concord, NC
    • 03:00 - She is a photographer, an artist, and has a project going on that changes lives
  • 06:00 – On looking at business as a service to others, not just transactionally
    • 07:00 - She’s a high school senior portrait photographer; she noticed that the girls had problems and she had advice as a middle person between mom and teen
    • 08:00 - She teaches life skills in her program for girls like social media etiquette, car troubles, financial prep, self-defense, and more
    • 12:00 - They’re taught to control their space and outcomes, just like real estate
  • 15:00 - Melissa’s perspective as a buyer
    • 16:00 - The top four things she looks for when looking for an agent; community feedback (friends), connection, trust and commitment
    • 18:00 - She got a text message from her real estate agent and remembers feeling so special; make your clients feel taken care of
    • 19:00 - Be likable and attentive - that’s what people look for
    • 21:00 - Millenials: Eye contact!
    • 23:00 - On Generation Z and the rise of technology enabling us to step back and do old-school things like handwritten notes
    • 25:00 - Write handwritten notes; it feels good and people love it
  • 28:00 - How to reach Melissa: On Instagram @melissalynnhunt or on her website 

3 Key Points

  1. Confidence changes everything. 
  2. Find a way to positively impact your community. 
  3. Help others get better and improve.
Feb 6, 2020

Ready to get inspired? Maribeth McCauley Lynch, the broker-owner of THRIVE Real Estate in Shrewsbury, MA, has got a story for you that’ll keep you saying, “What are the chances?”. From going to a conference in NYC to reconnecting with a woman she briefly met at a Starbucks there, Maribeth’s story highlights the importance of community, connecting with others, and maintaining relationships. You never know who you may run into, or who may need help down the road – which is why it’s so important to put yourself out there. Listen in to learn what was so crazy about Maribeth’s story - and hear what she has to say about continuing your education, building your own brand, and what’s possible when you collaborate.

  • 01:00 – Introducing Maribeth of Thrive Real Estate in Shrewsbury, MA, 40 miles west of Boston
    • 01:18 - She got into real estate in the 80s, took 10 years off to raise her children, then got back into it in 2000 - 20 years ago
  • 01:45 - How she has seen the real estate industry change for women
    • 01:55 - Wives used to get customers through their husbands; in the 2000s when she returned, women were doing it all themselves
  • 03:15 - Maribeth’s positive CSIRE story
    • 03:30 - Her grandmother used to say if you talk to someone long enough; Maribeth has always enjoyed doing that
    • 04:20 - She went to a conference in NYC alone and was nervous; she went to listen and be a fly on the wall
    • 05:00 - She sat at the farthest table in a Starbucks and a woman took the empty seat across from her and started talking to her
    • 05:15 - They talked about their classes and their conference experience; they exchanged business cards
    • 05:40 - A few weeks later, she had some clients that were moving to Colorado but they were having trouble with the listing agent there
    • 6:20 - They gave her the name of the listing agent and it was the name of the woman - the only person that Maribeth had met - at the NYC conference
    • 06:45 - She had also just received a thank you card from the woman at the conference
    • 07:00 - The girl that had moved to Colorado ended up being her virtual assistant and later her full-time in-person office manager
    • 07:15 - Don’t be afraid to make connections and meet people; you never know what can happen
  • 09:00 - REALTORS® are connectors; they value relationships and love people
    • 10:05 - The fact that REALTORS® are connectors helps buyers and sellers 
    • 11:30 - Ask your REALTOR® if they go to conferences or continue their education in any other way
  • 12:20 - On REALTORS® with their own brand
    • 12:40 - At that same conference, Maribeth saw many independent REALTORS® with their own brands; she was inspired and created her own company
    • 13:40 - The real estate business is so fun, especially when you see others as colleagues, not competitors; there’s plenty of business to go around
    • 14:25 - Stay in your lane, follow your passion, and connect with your contacts; there’s abundance out there
  • 14:59 - What Maribeth does at Christmastime 
    • 15:00 - She started a business association in her town; they realized they didn’t have a winter celebration
    • 15:45 - A group of eight people started “The Yuletide Market”, which they planned for 10 months with sponsors, entertainment, etc; 2,300 people were in attendance
    • 16:40 - They put Christmas lights on the common for the first time and hope it’ll happen year after year 
    • 17:30 - It takes someone to start it; celebrate and support local REALTORS® because they’re often the ones to catalyze community events 
    • 19:00 - You community deserves your energy and enthusiasm
  • 19:26 - How to contact Maribeth: her website, www.thriverealtors.com or email maribeth@thriverealtors.com 

3 Key Points

  1. It’s a small world if you make connections and talk to people. 
  2. Work with people who are interested in continuing their education and growth. 
  3. Get out there and get inspired!
Jan 30, 2020

Do you ever find yourself thinking, “Wouldn’t it be cool if...” – just to shut your dreams right back off again? Erin Bradley, the founder of Pursuing Freedom, decided to keep her dreams top-of-mind and pursue her freedom. She hit rock-bottom and pulled herself right back up again by learning how to leverage passive income from real estate investing. She now has a podcast, blog, book, and online course to teach others how to do the same. Listen in to hear how Erin did it and learn what she does to get past life’s inevitable hurdles.

  • 01:00 – Introducing Erin, the founder of Pursuing Freedom, and her journey
  • 01:30 – They have a podcast, blog, book, and online courses to help people build a life they don’t need a vacation from
  • 01:50 – She knew what she didn’t want from a job; she rode her bike to meet a client and her credit card got declined for a cup of coffee
  • 03:40 – She asked her father how he did it and he said that she needed to do “whatever it takes”
  • 04:20 – They ended up being able to use the passive income from real estate investing to live the life of their dreams
  • 06:45 – Erin’s CSIRE story
  • 07:00 – She didn’t find joy in the process of sales but pushed through; in 2011 she was gifted the book “The Go-Giver”
  • 07:50 – She built a services directory and called family and friends for input and to remind them that she wanted to provide more value than just mortgage lending
  • 08:50 – She built a “tribe” to better serve her “village” and vice versa
  • 09:15 – She now teaches the strategy that was the foundation for her business’s success so that others can build a business that supports the life they want
  • 11:00 – Getting past hurdles
  • 11:05 – She read many books and focuses on what she’s grateful for to manifest more of it
  • 13:00 – She practices active gratitude and strategic energy management
  • 14:15 – One takeaway from Erin
  • 14:30 – When you goal-set, write , “Wouldn’t it be cool if...”
  • 15:00 – Allow your mind to daydream, then think about why you want it
  • 15:40 – The path will unfold if you focus on it every day with gratefulness and intention
  • 16:45 – How to find Erin: pursuingfreedom.com, on Instagram
  • 17:00 – Check out her podcast and book titled Pursuing Freedom

3 Key Points

  • Keep learning and educating yourself.
  • Gratitude is the key.
  • Do the damn work!

Credits

Jan 23, 2020

There’s nothing like starting the morning off right with beer, cigarettes, and an episode (or ten) of Jerry Springer! Sean Carpenter, a speaker, educator,  trainer, and REALTOR®  of 21 years never knew the winning morning routine – until he had his very first transaction. He kept his cool (and his sense of humor) throughout the tour and knew it was right to be respectful and courteous despite the oddities he encountered around the house. Sean lives by the motto that real estate should be about building relationships, solving problems, and having fun – which is exactly what he’s done. Listen in to learn the value of communication and why a relationship is worth much more than a commission check.  

  • 01:00 – Introducing Sean, a speaker, educator, trainer, and REALTOR® from Ohio
  • 01:20 – He’s been in real estate for 21 years and previously worked playing golf professionally and selling beer
  • 02:20 – He loved coaching and training but hated managing
  • 02:41 – His company is called Sean Speaks, LLC and he sells occasionally, too
  • 03:10 – His parent’s REALTOR® was his first mentor; he transitioned from selling beer to real estate to have more balanced hours and to start a family
  • 05:25 – Sean’s CSIRE story
  • 05:31 – It was his very first transaction with a client from the beer company; they were looking at rural properties
  • 06:00 – There were cars in the overgrown yard and the TV was blaring with two men sitting on the floor watching Jerry Springer
  • 06:40 – It was midmorning and they had empty beer bottles all over the coffee table and overflowing ashtrays
  • 07:05 – The men told them to look around – that they were just renting – and that their “old ladies” were in the kitchen
  • 07:30 – The ladies had even more cigarette butts and there was a huge pile of dirty dishes; it was a spectacle
  • 07:45 – There was a Rottweiler chained to the bed in the master bedroom and 3.5 inches of dryer lint across the entire basement floor
  • 10:00 – Afterwards, the listing agent asked if the tenants were home and what they were watching; he was happy it was Jerry Springer and not porn like the day before
  • 11:25 – Another CSIRE story
  • 11:35 – The property was near the Ohio State campus; they tried opening the front door but it was wedged shut
  • 11:55 – The back door was open and they walked in; a student was passed out, drunk and naked, laying against the front door
  • 12:15 – The client said he had an appointment so he walked over the guy and kept touring the place
  • 13:00 – Communication is important – between REALTORS® and clients, clients and showing coordinators, sellers, and buyers
  • 13:55 – Be respectful to the homes and the people in them when you show a home
  • 14:55 – A tip for 2020
  • 15:10 – Real estate is about 3 things: Building relationships, solving problems and having fun
  • 16:09 – REALTORS®, remember that relationships last longer than a commission check and consumers, look for a REALTOR® that values your relationship
  • 16:15 – How to contact Sean: go to www.seancarpenter.com, his blog https://www.carpscorner.net/, on Twitter or on all other social media channels

3 Key Points

  • Having a sense of humor is a must in real estate!
  • Be respectful – no matter what crazy shit you see.
  • Real estate is about building relationships, solving problems and having fun.

Credits

Jan 16, 2020

Is your open house sign-in sheet information safe? Ron Schurr, a software guy turned REALTOR®, saw that it definitely wasn’t – especially when written down with pen and paper. He learned that traditional sign-in sheets risked being captured by rogue agents and technologically captured lists risked information being shared and profiled without the consent of the consumer. Ron saw that the real estate industry desperately needed a solution to sketchy sign-in sheets so he created it! Listen in to learn about OHGuests and why it’s critical to ask where all that personal information is going.

Please subscribe to this podcast in iTunes or in the Podcasts App on your phone. Never miss a beat from Leigh by visiting leighbrown.com.

Time Stamped Show Notes:

  • 01:00 – Introducing Ron; he previously worked in software sales and got into real estate in 2000
  • 02:30 – 60,000 agents came in at the same time, they were taught not to trust each other at that time
  • 03:35 – On distrust in the industry
  • 03:55 – A leader told new agents not to trust each other, which probably perpetuated competition and distrust that didn’t need to be there in the first place
  • 04:45 – An old colleague of Ron’s took one of his clients; they had to backtrack and prove he had first contact at a time before cell phones
  • 05:50 – Technology over paper
  • 06:25 – Why people don’t sign in at an open house: Agents don’t ask, consumers don’t want nosey neighbors, there are looky-loo’s, and there are rogue agents
  • 10:00 – The benefits of digital signing
  • 10:05 – There are digital platforms that capture sign-ins without risking and sharing the consumers information
  • 10:45 – There’s a gray area when it comes to collecting consumer data and there are negatives and positives to the consumer when they release their information
  • 14:30 – Open house concerns
  • 15:10 – Men can also be targeted; be aware and safe
  • 15:55 – Ron’s software: OHGuests
  • 16:08 – It is the most powerful open house management platform and they’re the first to market with a safety feature that allows the agents to alert people if they feel at-risk
  • 16:40 – They have many security features and other beneficial tools
  • 18:25 – Visit ohguests.com to learn more or email Ron at ronnie@ohguests.com

3 Key Points

  • Hold yourself and others accountable.
  • Go digital but be respectful with consumer data.
  • Sign ins are important at open houses – but always ask how the information is being used.
Jan 9, 2020

Today, I’d like to introduce you to the longest-surviving mortgage person I’ve ever met! Marilyn Richardson has been in the mortgage industry for 52, yes, 5-2 years! She became the first female partner of Mason-McDuffie in 1979 – and she did it despite the resistance she received from many people at the time. Marilyn was never afraid to ask for what she wanted, work hard, and seek mentorship from the best– and she recommends the same to anyone wanting to up-level their life. Listen in to learn how Marilyn lasted and what she does every day to stay sane.

Please subscribe to this podcast in iTunes or in the Podcasts App on your phone. Never miss a beat from Leigh by visiting leighbrown.com.

Time Stamped Show Notes:

  • 01:00 – Introducing Marilyn
  • 01:20 – She’s been in the mortgage industry for 52 years
  • 01:30 – How Marilyn has evolved with the times
  • 01:50 – She’s flexible to change and goes with the flow; she knows what it takes to prevent stress
  • 02:15 – Marilyn’s journey
  • 02:30 – She started as a receptionist, when new openings would come up, she’d ask for them; she worked shipping, closing, processing, underwriting, etc.
  • 03:00 – All the jobs were “female jobs” until she started getting management jobs; they saw her potential and were willing to give her a shot
  • 03:25 – She had a mentor and helped make departments more efficient; a senior partner (mentor) insisted she get partnership
  • 04:20 – She became the first female partner of Mason-McDuffie in 1979; they had to have partnership meetings in a new location that allowed women
  • 04:40 – Her mentor appreciated her value and fought for it
  • 05:38 – In the late 70s there weren’t many female loan officers; women had the supporting roles and fit a certain “look”
  • 06:20 – Until 1974, to use a woman’s income to qualify for a loan, the woman had to write a letter stating her intention for having children
  • 06:44 – The Fair Housing bill put a stop to that
  • 07:30 – Other changes she’s seen in the industries
  • 07:42 – When she started they could only do FHA loans
  • 08:00 – There are more services and programs now; applications had to be handwritten by the borrower
  • 08:22 – Documentation is much easier and now there were no brokers then
  • 09:00 – Lessons from market downturns
  • 09:20 – Look at the risk factor and what the implications are of risky loans; be prepared to change quickly
  • 10:05 – When the crisis hit in 2007-2008 they switched immediately to FHA loans and it was easy because they had already been doing them elsewhere
  • 11:25 – Marilyn’s tips for finding a mentor
  • 11:45 – Find someone who’s successful and offer to help them, shadow them, and learn from them; be of value
  • 13:20 – Get a mentor who is the best and thrives on your success; mentorship is a two-way street and the mentee has to do the work, too
  • 14:50 – What to do if you’re bored in business
  • 15:10 – Look for different ways to do things; spend a lot of time learning new techniques to stay fresh
  • 15:45 – Take ownership
  • 17:00 – The legacy Marilyn wants to leave
  • 17:10 – She wants people to remember her as a teacher, especially to females
  • 17:55 – One thing to practice daily to have a happy life
  • 17:57 – Meditation
  • 18:18 – Remember, you’re responsible for your own success
  • 19:40 – How to contact Mason-McDuffie
  • 19:50 – Click here to visit their website

3 Key Points

  1. Be flexible to change and go with the flow.
  2. Don’t be afraid to ask for what you want.
  3. You are responsible for your success.
Jan 2, 2020

Do you – or your clients – need credit restoration? Luisa Deason, the owner and operator of Deason Consulting Services, helps people restore their credit so they can move forward, especially when it comes to buying a home. Luisa’s team of lawyers work hard to leverage the Fair Credit Reporting Act on behalf of their clients to eliminate wrong or negative reports – and they do it affordably. Listen in to find out how and learn her top tips for building and maintaining good credit starting today.

Please subscribe to this podcast in iTunes or in the Podcasts App on your phone. Never miss a beat from Leigh by visiting leighbrown.com.

Time Stamped Show Notes:

  • 01:00 – Introducing Luisa from Houston, TX
  • 01:20 – She’s a sponsor on the Real Estate Radio Rat-Pack show in Houston; Leigh was a guest on their show
  • 01:35 – She owns and operates Deason Consulting Services, a company that specializes in credit restoration
  • 01:45 – They help real estate agents and loan officer clients help their clients repair their credit and get into the home they want
  • 04:00 – The backstory behind bad credit
  • 04:15 – Oftentimes a life-changing event damages your credit, whether it be divorce, a medical issue, or job loss
  • 04:25 – Luisa first assesses why a client’s credit is bad and what their scores are through Experian, Equifax, and TransUnion
  • 05:00 – The credit report companies work independently from one another
  • 05:45 – Sometimes, people from other countries don’t understand how credit works
  • 06:15 – How to build credit from the beginning
  • 06:30 – Get at least two small credit cards; you need revolving debt from Visa or Mastercard
  • 07:33 – Luisa’s company offers a card to help people build their credit
  • 08:30 – The things that improve and damage your score
  • 08:36 – It’s imperative that you pay your bills on time
  • 08:55 – They look at risk factors and if a person has 30% of their credit used
  • 10:11 – Don’t carry a high debt to income ratio, especially if you’re trying to buy a house
  • 11:40 – Interest rates will drown you if you can only pay minimum amounts
  • 12:05 – How to get good credit with Deason Consulting Services
  • 12:15 - Loan officers look at a 12-month history of positive payments
  • 12:20 – Luisa’s company has a program called “Credit my Rent” that boosts your credit score
  • 12:45 – They do credit restoration which is a legal fight using the leverage of the Fair Credit Reporting Act of 1971 to fight bureaus that are wrong or negative
  • 13:10 – Their lawyers are out of a non-profit organization; It’s $188 for the first month and $89/month thereafter with no contract
  • 14:00 – Their attorneys are licensed to work in all 50 states
  • 14:40 – How to contact Luisa: by phone at (832)244-2488 or on her website at deasonconsultingservices.com

3 Key Points

  1. It’s good to have a trustworthy credit restoration company in your corner.
  2. Pay your bills on time!
  3. You – and your clients – can have good credit!
Dec 26, 2019

When it comes to real estate, Dylan Dworsky made like Frank Sinatra and did it his way! Dylan is a young and ambitious REALTOR® in Newark, DE who decided against knocking on doors and paper flyers and instead chose to market online. Now, he’s getting in front of his ideal client and getting the opportunity to match them with their perfect home. Listen in to find out what Dylan’s doing, how he’s doing it, and what sets him apart from the rest.

Please subscribe to this podcast in iTunes or in the Podcasts App on your phone. Never miss a beat from Leigh by visiting leighbrown.com.

Time Stamped Show Notes:

  • 01:00 – Introducing Dylan a REALTOR® in Newark, DE
  • 01:30 – He’s lived there his whole life; he was a pro hockey player then went into accounting and hated it
  • 02:20 – He worked in sales for a while, was successful in it, and decided to go into real estate
  • 03:05 – Dylan’s CSIRE story
  • 03:14 – He lacked proper training and needed to build his sphere of influence; most of his friends and connections weren’t in the position to buy a home
  • 04:30 – He went from Newark to San Jose and got a culture shock; there were palm trees and snow-capped mountains visible at the same time
  • 06:05 – He was told he was going to need to do cold calls, knock on doors, and mail flyers; he figured out Facebook ads instead and hasn’t looked back
  • 08:00 – He’s gotten great results from advertising on Facebook; the educational/informational posts get the most traction
  • 08:50 – He gets his clients with the lender first so they can determine their budget and search within those parameters
  • 10:55 – On showing homes
  • 11:00 – People give away how they’re feeling with body language; he asks what his clients like or don’t like after showing a home
  • 11:45 – Homes are used as a gauge to get their client the perfect home
  • 13:18 – How Dylan will differentiate himself in 2020
  • 13:18 – He’ll be sending out newsletters and doing more advertising on Instagram and Facebook; he’d like to sponsor a little league hockey team
  • 14:50 – How to contact Dylan: by phone at (302)388-6402

3 Key Points

  1. It’s important to build your sphere of influence.
  2. Online marketing can boost your business greatly!
  3. It’s good to talk to a lender first to determine your budget.
Dec 19, 2019

“Isn’t my body tight and toned? Isn’t it?” Um, awkward! Matt Ivey, a REALTOR® in the triangle area of NC (Chapel Hill, Raleigh, Durham and the surrounding areas), has quite the story about some crazy shit. From poop-stained carpets to a nutty ex-stripper whose stage name was “Beaverly Woods” (that’s not a typo) – the fun never stopped in that big brick house. Listen in to learn what Matt went through, what he smelled – and what he managed to learn from the whole experience.

Please subscribe to this podcast in iTunes or in the Podcasts App on your phone. Never miss a beat from Leigh by visiting leighbrown.com.

Time Stamped Show Notes:

  • 01:00 – Introducing Matt, a REALTOR® in Raleigh, NC who services the triangle area
  • 02:06 – He enjoys working with first-time homebuyers - he likes the emotion – but he also works with distressed properties and investors
  • 04:00 – Matt’s CSIRE story
  • 04:05 – A lady called him with 110 acres and a four-story house of brick; he goes to meet her thinking it’s going to be a big sale
  • 04:20 – The lady starts talking about an ex-boyfriend, stands up, and asks Matt, “Isn’t my body tight and toned? Isn’t it?”
  • 04:45 – She was an interesting person; the house was not bad on the outside but stunk so bad on the inside
  • 05:50 – It was a 4,000 square foot home with two window units, so they did nothing for the heat – which enhanced the smell
  • 06:15 – The woman explained that her elderly mother had lived there and went crazy; she said, “I probably should’ve checked on her more often, and she had 17 dogs.”
  • 06:30 – The mother wouldn’t let the dogs outside so they just went to the bathroom inside
  • 07:05 – She had a crew of people living in the house and when Matt’s signs went up, a guy living there would break them and take them down
  • 08:40 – The guy who was breaking the signs ended up breaking his neck somehow; the lady wanted to kick him out because she wanted to get the carpets cleaned
  • 10:00 – She got involved in court proceedings and Matt got trolled by her family online; he ended up on “The Real Bad Apples of Wake County”
  • 12:10 – A woman in the group was telling people not to support the woman; she was saying her son broke his neck working for her and now she’s kicking him out
  • 12:30 – Someone also said that the woman used to be a stripper and her exotic dancer name was “Beverly Woods”
  • 13:15 – That name was later corrected to “Beaverly Woods”
  • 13:40 – Her business got terrible reviews and her responses were combative
  • 15:30 – Matt’s takeaways
  • 15:35 – He ended up having to walk away; he saw some good in her but it just wasn’t going to work out
  • 15:40 – Matt learned a lot about the eviction process during this time because the woman was trying to evict tenants
  • 16:30 – It’s important to be able to gauge when it’s time to walk away from a sale; sometimes sellers sabotage themselves
  • 18:15 – How to reach Matt email: matt@costellorei.com and on Instagram @trianglehomesandhops

3 Key Points

  • How you respond to negative reviews matter.
  • There’s a spark of divinity in everyone.
  • Sometimes it’s best to walk away from a sale.
Dec 12, 2019

To pant-suit or not to pant-suit, that is the question! BethAnn from Spokane, a REALTOR® of 17 years and Spokane native, has a fishy story to tell that involves tuna, a cat in love and – you guessed it – a pant suit. She’s also got another story for the books involving a giant teddy bear and humpy dogs. Can’t stand the mystery? Listen in to hear BethAnn’s crazy stories and learn why she got rid of the pant suit for good.  

Please subscribe to this podcast in iTunes or in the Podcasts App on your phone. Never miss a beat from Leigh by visiting leighbrown.com.

Time Stamped Show Notes:

  • 01:00 – Introducing BethAnn
  • 01:15 – She’s a Spokane native and has sold real estate for 17 years; her father owned a brokerage in the 70s and 80s
  • 01:30 – She has two sets of twins and five kids total; it was good training for multi-tasking
  • 02:40 – BethAnn’s CSIRE story
  • 02:50 – A month or so ago she went to list a house and did a walk-through; she explained what they needed to declutter for photos
  • 03:30 – They went to the patio and there was a huge larger-than-a-human teddy bear sitting in a lawn chair
  • 03:40 – Two weeks later, she arrives at the house with her photographer; the bear is still on the patio
  • 04:30 – She asked the seller about the bear and the seller got quiet; she said they can’t move it because they need it there for their dogs to hump
  • 05:00 – She was concerned her dogs would be distressed without their humping bear
  • 05:30 – She left the bear in the pictures for fun; the house sold and is under contract
  • 08:00 – What BethAnn has to say about safety
  • 08:45 – Open houses are a huge safety risk for agents
  • 09:00 – She had an open house in her own neighborhood and a gentleman came in who made her feel unsafe
  • 09:20 – She’s a huge advocate for safety; she recommends a lender sit with ladies at open houses
  • 10:00 – BethAnn’s cat story
  • 10:13 – After a year in the business, she got a nice grey suit; she did one of her first open houses and the woman said, “If you let the cat out, you’re fired”
  • 10:25 – She showed a sign on the laundry room door that said not to open it; people were coming in droves to the house
  • 11:00 – She was talking to people in the living room and she sees the cat in the front yard; she tried to get the cat and it goes into a bush
  • 11:35 – She jumped into the bush with her suit but missed the cat, so she got a can of tuna from inside and came back out to get the cat
  • 12:30 – Everyone was watching her through the windows; she called a neighbor with two boys to try and catch the cat
  • 13:00 – She told the home viewers that she had to get the cat and they asked, “Well, what about that cat?”
  • 13:05 – The owners cat was sitting inside looking out the window at the one outside
  • 14:40 – How to contact BethAnn: bethannhomes.com

3 Key Points

  • Be safe when conducting open houses!
  • If your dog gets distressed, get a giant humping teddy bear!
  • Pant suits may or may not be a good idea when chasing a cat.
Dec 5, 2019

A home tour with a side of teargas, anyone? Tracy Ellis, a REALTOR® of 20 years in Chesterfield, MO, tells a crazy story of when she and her clients had to run from a property with burning eyes and lungs. Listen in to hear what happened to Tracy and learn how radio and magazines have helped her up-level her marketing game.

Please subscribe to this podcast in iTunes or in the Podcasts App on your phone. Never miss a beat from Leigh by visiting leighbrown.com.

Time Stamped Show Notes:

  • 01:00 – Introducing Tracy
  • 01:20 – She’s a REALTOR® of 20 years in Chesterfield, MO, 30 miles from St. Louis
  • 01:30 – Tract works with her husband and has a team; they host 6 weekly radio shows
  • 01:35 – They now have a luxury real estate magazine that they distribute; they did $40 million this year and the average home price is $189,000
  • 03:45 – On having the time to do the magazine and radio show
  • 03:50 – Her husband is techy and she’s more about marketing; it’s all a team effort
  • 04:15 – The radio is a great way to connect with community and provide value
  • 05:20 – Marketing gets expensive; the magazine is a way to market more
  • 06:05 – They pre-record the radio show
  • 06:40 – Tracy’s CSIRE story
  • 06:55 – She tells her clients that they help them get their property ready for market
  • 07:30 – She and her husband pulled up to a house with plywood where windows had been broken
  • 07:45 – They approach the house and Tracy’s nose and eyes are burning
  • 08:00 – She and the clients run away from the house
  • 08:15 – Turns out the house had been in the news; someone had barricaded themselves inside and there was a police shootout where teargas was used
  • 08:30 – She was upset that it wasn’t disclosed that there was teargas used in the home; it needed to get mitigated even though the event happened two weeks prior
  • 09:45 – On how she used to deal with messy situations
  • 10:00 – Tracy used to have a trash bag for her clothes ready by the door when she had dirty or gross experiences; these experiences are the vast minority
  • 12:00 – Now, Tracy discloses to agents anything they might need to know about a house and hopes for the same in return
  • 12:15 – How to contact Tracy
  • 12:30 – Tracy and her husband are part of EXP Realty in Chesterfield; go to her site at tracyellis.com, email her at tracy@tracyellis.com or call (636)299-3702

3 Key Points

  • The radio and a magazine are great marketing outlets!
  • Find out the things that need to be disclosed about a property before you get there.
  • Real estate has it all: The good, bad, ugly and stinky.
Nov 28, 2019

Don’t think you need an LLC as a real estate investor? Think again! Jennifer Gligoric, the owner and co-founder of Leafy Legal Services, has seen all the ugly that comes with not having your assets protected. She helps her clients put structures and layers of protection in place so they aren’t left exposed in legal situations. Listen in to hear Jennifer’s CSIRE story, and learn how the victims could’ve saved tens of thousands in legal fees had they had an LLC in place.

Please subscribe to this podcast in iTunes or in the Podcasts App on your phone. Never miss a beat from Leigh by visiting leighbrown.com.

Time Stamped Show Notes:

  • 01:30 – Introducing Jennifer and what she does
  • 02:10 – She is the co-founder and owner of Leafy Legal services; they help real estate investors with asset protection and estate planning
  • 02:30 – She started with a law firm and has been an entrepreneur for 20 years; she knows why businesses tank and it’s always HR
  • 03:40 – She helps entrepreneurs put structure and layers of protection in place; lawsuits are rampant and its easy for a lawyer to put a lien against a property
  • 06:00 – Why it’s important to protect your assets
  • 06:20 – Lawyers look at the value of your assets, not what you owe
  • 07:00 – Jennifer’s CSIRE story
  • 07:00 – This wasn’t her personal story, but she dealt with in an ancillary way
  • 07:15 – A realtor sold a home that was never disclosed to have been a meth house
  • 07:20 – The family who moved in started to get sick, as did the neighbors, and the landlord got sued
  • 07:40 – The lawyers attached lien after lien to every piece of property they could – none of their property was protected
  • 08:00 – The people had to spend $62,000 of legal fees just to prove they didn’t know the house was a meth house
  • 08:30 – How the mess could have been less messy
  • 08:40 – The family was decimated by legal fees just to prove they didn’t know; they had to hire great lawyers because the suing family also had great lawyers
  • 09:00 – Jennifer’s firm could’ve helped avoid liens; she could’ve set them up from the beginning so their assets were protected
  • 10:00 – With Leafy, there would’ve been nothing for the lawyers to “get” and lien
  • 10:50 – On having an LLC
  • 11:00 – You want anonymity; you want to transfer house deeds out of your name as soon as you buy them
  • 12:30 – How to contact Jennifer (she can work in all 50 states!)
  • 13:00 - Go to leafylegalservices.com to book a consult
  • 13:30 – Type in the code crazyshit2019 for $51 off

3 Key Points

  • It’s always HR!
  • You DO need to protect yourself and your assets.
  • Get an LLC and protect your assets!
Nov 14, 2019

I know, I know, you hate politics! But stay with me and don’t forget that politics directly impact you and your clients! Emily Chenevert, Chief Executive Officer at the Austin Board of REALTORS®, is a passionate lobbyist who gets the importance of having the people’s best interest in mind. She understands the power of negotiation and recognizes that we must learn to give and take when making big decisions. Listen in to learn what makes REALTORS® a unique group and learn some things to ask the elected public officials in your city. 

Please subscribe to this podcast in iTunes or in the Podcasts App on your phone. Never miss a beat from Leigh by visiting leighbrown.com

Time Stamped Show Notes:

  • 01:30 – Introducing Emily, the Chief Executive Officer at Austin Board of REALTORS® and Host of the ScratchThat podcast.
  • 01:50 – She is a self-proclaimed “Association Junkie” and does lots of political advocacy work
  • 03:50 – She understands that politics are important to have the people’s best interest at hand; the best REALTORS® pay attention
  • 05:00 – Emily’s CSIRE story
  • 05:15 – She is a young and female lobbyist in Texas, which is rare; her second child had medical issues so she was in the hospital for 6 weeks
  • 05:40 – While in the hospital, she led over 8 independent expenditure campaigns in elections for city council; she took phone calls and meetings 
  • 06:00 – The questions we should be asking elected officials
  • 07:15 – In Austin, TX the concern is for quality of life; Austin has grown so rapidly and is struggling with the infrastructure to support this new growth 
  • 08:30 – How Emily sets aside her personal beliefs in order to speak for the community and be productive rather than divisive
  • 08:45 – Her father was an elected official and her whole family are democrats; her father thought she had sold her soul to the devil when she joined the association as a lobbyist
  • 08:52 – He thought all REALTORS® are Republican and conservative; this is untrue
  • 09:11 – Emily believes “we are a purple power REALTOR® party”; there are times she has to shelf her own beliefs
  • 09:30 – There’s a lot of grey area; negotiation, give and take are necessary for growth overall
  • 11:10 – We’ve lost mutual respect and healthy discourse; we want purists but we are a nuanced population
  • 13:10 – Lean into relationships and connection with the same power as you do in politics and sides; this can change the world 
  • 14:30 - REALTORS® are a 50/50 split and on both sides of the isle; that makes for good public policy positions 
  • 15:10 – Emily’s experience when buying her house
  • 05:25 – They built their first house with an 80/20 loan at 100% with a balloon note on the second part of the home; they thought home ownership was for everyone
  • 16:10 – She learned a lot about how/why transactions are structured the way they are; they rented it out for a while and had hard times 
  • 17:35 – How to contact Emily: by phone at (512)454-7636 ext.1000, by email at echenevert@abor.com, and on Instagram

3 Key Points

  1. Politics affect you so pay attention!
  2.  The best REALTORS® are an inch wide and a mile deep. They have a tight niche that they serve passionately. 
  3. We need to bring back mutual respect and healthy discourse!
Nov 7, 2019

We needed some spunk so we’ve invited Marki Lemons to the show! Marki Lemons, a REALTOR®, broker, educator, and speaker has got something to say about the fact that REALTORS® are entrepreneurs and need to start thinking like it! She’ll discuss the importance of having a business plan and niche to really succeed as a REALTOR®. Tune in to hear how education plays a role in everyone’s career, how it played a role in hers, and learn how you can network and learn at the same time.

Please subscribe to this podcast in iTunes or in the Podcasts App on your phone. Never miss a beat from Leigh by visiting leighbrown.com

Time Stamped Show Notes:

  • 00:30 – Introducing Marki, a broker, educator, and speaker who has been in real estate since 1999
  • 01:20 – Marki came in on the lending side then transitioned over to the selling side 
  • 04:13 – She’s in high demand for speaking and teaching; she got real-world experience before teaching 
  • 06:42 – She loves real estate but is grounded in education; she is happy within her niche
  • 09:00 – She understands the importance of educating the public as well as those within the real estate industry; she is precise and gives real answers
  • 12:30 – On REALTORS® being entrepreneurs
  • 12:47 - REALTORS® need a business plan and a niche to really shine; they should continue learning for the entirety of their career 
  • 13:30 – You can learn something new in every education opportunity; you can also network through those opportunities
  • 15:15 – On how she obtained her broker’s license and what she learned 
  • 15:50 – She learned that she could make more money with fewer transactions with a broker’s license
  • 16:35 – She learned about the MLS ID number and the local realtor’s association when she was first starting out and learned it was going to cost $1,200
  • 17:30 – She realized that she didn’t know anything despite the fact that she studies what she needed to get the license
  • 18:40 – On trying to get on the board of directors at the Chicago realtor’s association 
  • 19:45 – She wasn’t picked three times; they picked someone who wasn’t in the industry
  • 20:20 – She was told that she didn’t volunteer enough and that she should become a licensed real estate educator
  • 21:00 – She was put on the schedule to teach and got on the board of directors 
  • 22:50 – How to reach Marki: Type in her name across all channels and you’ll find her!

3 Key Points

  1. Acknowledgment that you don’t know everything makes you open to learn more. 
  2. Invest in your education!
  3. Not all REALTORS® are created equal. 

Credits

Oct 31, 2019

What’s up with the antiquated laws in Massachusetts? Kelly Catallo, a REALTOR® of 27 years in the Boston area, is shocked that there are still real estate laws that were put in place to reduce venereal disease. You heard that right! Listen in to hear all about it, plus hear some other crazy shit that you’ll never forget (although you’ll want to!).

Please subscribe to this podcast in iTunes or in the Podcasts App on your phone. Never miss a beat from Leigh by visiting leighbrown.com.

Time Stamped Show Notes:

  • 00:30 – Introducing Kelly from the Boston area
  • 00:45 – She’s been in real estate for 27 years and has owned her company for 10 years; they deal with everything
  • 01:08 – She was a hairdresser before she worked in real estate
  • 02:30 – Kelly’s CSIRE story
  • 02:40 – They get many antiquated places in Massachusetts and have many crazy laws; if you aren’t married or next-of-kin you can’t own property together
  • 03:50 – Boston is more liberal but more expensive; a Section 8 voucher for a 3-bedroom is $3,000
  • 05:28 - The law was created to reduce the spread of venereal disease; you can’t rent, even today, for this reason in that area
  • 06:16 – She got a call from an attorney who is putting a lawsuit together that this law is a violation of our first amendment right
  • 07:50 – Another CSIRE story
  • 08:07 – She walked in on an owner of a property having sex with another man on the tenant’s dining room table; he was married and with four kids
  • 09:05 – The tenants were at work; he lost everything and is no longer married
  • 10:30 – What Kelly has heard about a fundraiser
  • 10:55 – Leigh’s Realtor Relief Foundation had a big fundraiser in November; it’s for people who need gap assistance until insurance payments come after disasters
  • 12:16 – The United Way is the worst organization; most money goes back into the overhead and not the cause
  • 14:00 – How to reach Kelly: by phone (781)844-5457, her website kellycatallo.com, or www.cosmopolitanrealestate.net

3 Key Points

  • Know your real estate laws!
  • Research the organizations where you choose to donate your money.
  • Check out the Realtor Relief Foundation.

Credits

Oct 24, 2019

Are you interesting in real estate investing? Reed Goossens, a serial entrepreneur, real estate advisor, speaker, and author, gives us some straight talk about what to consider when investing in real estate. Listen in to learn the strategies he implemented to improve cash flow, protect investments, and build his American Dream.

Please subscribe to this podcast in iTunes or in the Podcasts App on your phone. Never miss a beat from Leigh by visiting leighbrown.com.

Time Stamped Show Notes:

  • 00:50 – Introducing Reed, a serial entrepreneur, real estate investment advisor, author, and public speaker
  • 01:05 – Controls $150 million-worth of multi-family commercial real estate; he left Australia to chase his American dream seven years ago
  • 02:40 – The barrier to entry is lower in the U.S. than in Australia; he realized he needed to buy more low-income properties to make more of a profit
  • 04:05 – His strategy
  • 04:30 – If he was going to be on the lower end of the market, he needed a larger portfolio; his property manager was able to manage the portfolio, not just one property
  • 05:22 – Cash flow vs. equity advancement
  • 06:45 – You can improve cash flow by upgrading units to get more money and better tenants; always look for value-adds
  • 07:45 – On how value-adds have changed
  • 08:15 – They’ve changed across the country and are sustainable; it’s important to lean into amenities as square footage average lessens
  • 09:00 – On deals, investors, and partners
  • 09:30 – He works with partners and 3,200 different investors
  • 09:55 – He finds investors through his podcast, connections, and referrals; they have a partnership or share in particular LLCs
  • 11:30 – It’s important to ask better questions about investment real estate; it’s got many legal implications and complexities
  • 12:45 – How to contact Reed: You can find his podcast, books, and contact information on his website

3 Key Points

  • Know your attorney and tax advisor when getting into real estate investing.
  • Consider cash flow and equity advancement.
  • Working with the right team will make you successful.

Credits

Oct 17, 2019

It’s not often that someone has to kick down the door of their own home! Toria Brown, a REALTOR® of three and a half years in Shenandoah Valley, VA, had to do just that when her property was incorrectly listed as foreclosed. Luckily, she had a great network and support system and was able to clear things up with a lawyer – and still flip the property quickly! Tune in to hear Toria’s advice on what to look for when searching for your agent, lender, and inspector dream team.

Please subscribe to this podcast in iTunes or in the Podcasts App on your phone. Never miss a beat from Leigh by visiting leighbrown.com.

Time Stamped Show Notes:

  • 00:30 –Introducing Toria, her journey, and why she loves the show
  • 01:00 – The show reminds her that she’s not alone in REALTOR® crazy town; it’s an amazing industry with variety and adventure
  • 02:30 – She has learned to pre-game people on the home inspection
  • 03:15 – She lives in the Shenandoah Valley in VA with an office in Augusta County; she’s been in real estate for three and a half years
  • 04:20 – She is a farm wife and her mother bought and sold shithole houses when she was a kid; her cousin told her to get into real estate
  • 06:00 – Toria’s biggest piece of advice for new REALTORS®: Find an office with a strong support system and helpful mentors
  • 08:15 – Toria’s CSIRE story
  • 08:30 – She’s encountered trashed homes with beer bottles, a marijuana odor, and guns; she’s also walked into a home with an unexpected naked person
  • 09:05 – She and her mother bought a house to flip; she got to the house and there was a foreclosure sticker on the front, she couldn’t get ahold of anyone
  • 10:10 – She kicked her own door in and the place was trashed; she wondered what would’ve happened if someone planned to live in that home
  • 10:45 – She called the cops and a lawyer to clear that the house was hers and they were foreclosing the wrong house
  • 15:35 – It ended well and sold quickly, 4 days above list
  • 13:15 – On choosing who to work with
  • 13:30 – Find people who will answer when you call, including your agent, lender, and inspector
  • 14:40 – How to reach Toria: by cell phone at (540)460-3246 or at her office (540)943-0085 ; her email is tbrown.odrva.com 

3 Key Points

  • There’s still everything to learn after you get your real estate license.
  • Find a brokerage that is supportive and happy to mentor you.
  • Nothing’s ever perfect.

Credits

  • Audio Production by Chris Mottram
  • Show Notes provided by Melissa Valder
Oct 10, 2019

If it’s not icicles inside a flooded house it’s a tricky sale with a prejudiced client! Bill Hamburg, a REALTOR® in both Pennsylvania and New Jersey, is back on the show and ready to share another story and some more crazy shit. This time around, he’ll share how he talked someone with a “For Sale By Owner” sign to let him list their property – not without some hiccups, of course! Tune in to hear how Bill marketed a house on a highway, handled a prejudiced client, and overcame a failed septic inspection.

Please subscribe to this podcast in iTunes or in the Podcasts App on your phone. Never miss a beat from Leigh by visiting leighbrown.com.

Time Stamped Show Notes:

  • 00:30 –Bill’s last CSIRE story: “The Icicle House”
  • 01:30 – He went to a property and heard a “waterfall”
  • 01:50 – Water was gushing from the second floor onto the first from a broken pipe; it was February, the owner had left the water on and there were icicles everywhere
  • 02:20 – Introducing Bill; a REALTOR® out of Horsham, PA who is associated with both RE/MAX and Keller Williams
  • 03:15 – They started with Keller Williams but a few years ago it made sense to switch over to RE/MAX; in New Jersey they’re new, so they’re still with Keller Williams
  • 04:50 – Bill’s CSIRE story
  • 05:00 – In 2007 when he was in the business for a little over a year, he saw a “For Sale By Owner” sign
  • 05:55 – Realtors know contracts and keep their clients out of court; FSBO sales are tricky and can be difficult
  • 07:00 – Bill called the number on the sign and the man said he didn’t need a realtor; Bill convinced him to let him see the house to diagnose why it wouldn’t sell
  • 07:35 – He was trying to sell during the downturn; the house was in a good address and was a rehabbed home
  • 08:12 – The guy was asking $300,000 but it was too high and on a highway; Bill offered some marketing ideas to improve his chances of finding a buyer
  • 09:10 – He talked the guy into letting him list the property and he listed it for $315,000; he got showings and an offer
  • 10:40 – The man said he couldn’t sell the property to that person; the septic system failed inspection and the buyer was coming back for repairs
  • 12:00 – The agents were the ones who should manage expectations and get the transaction to close
  • 13:05 – In the end it worked out; he didn’t really care who moved in
  • 13:35 – If the house had been sold FSBO, it would’ve been sold with a failing septic system; this raises concerns of the law
  • 13:45 – The lesson
  • 14:00 – It shouldn’t matter who buys your house; all that matters is if the money’s green
  • 15:00 – A REALTOR® is there to mediate the transaction and ensure everything is done properly and fairly
  • 15:20 – How to contact Bill: by phone (215)206-1980 and email bhamburg@pahouselink.com

3 Key Points

  • For Sale By Owner is not a good idea!
  • It shouldn’t matter who’s buying the house.
  • The job of a REALTOR® is to facilitate a smooth transaction and keep the clients out of court.

Credits

  • Audio Production by Chris Mottram
  • Show Notes provided by Melissa Valder
Oct 3, 2019

Are your assets, LLCs, and investment processes a “Royal” mess? Scott Smith of Royal Legal Solutions, a firm that provides asset protection for real estate investors, shares why his inspiration for building his business stemmed from his own need. Listen in to learn why he uses a series LLC, how he scaled quickly, and what he created so he could work smarter – not harder.

Please subscribe to this podcast in iTunes or in the Podcasts App on your phone. Never miss a beat from Leigh by visiting leighbrown.com

Time Stamped Show Notes:

  • 00:50 – Introducing Scott, an asset protection attorney and long-time real estate investor; he bought his first property in law school and flipped it to pay for school
  • 02:00 – He had problems getting through his first ten properties, so he created a system and team that works; now he helps others do the same
  • 02:30 – He worked in litigation for two years before turning towards real estate; he learned a lot about asset protection, insurance, and loopholes
  • 04:45 – Scott’s business
  • 05:00 – He went in on an auto body repair shop with a friend and there began his journey to entrepreneurship
  • 06:45 – He ran into real estate investing problems when he got into single family home investing; he started focusing on pivotal leverage points in investing for simplicity
  • 07:20 – He started using a series LLC and that helped him scale quickly and without more work; he holds his assets anonymously and has no extra paperwork
  • 10:00 – How he realized this was the best way to invest in real estate
  • 10:25 – He has a background in legal and tax, so he knew he needed to protect himself
  • 10:52 – It’s not hard to do; people don’t know the risks they take and how easy it can be to streamline operations and keep everything safe
  • 11:35 – Time freedom is created when you streamline processes, so you invest time now to have time freedom moving forward
  • 13:00 – He works in all 50 states but can’t appear in court for you; his price point ranges by client, but all get a roadmap during the consultation
  • 15:00 – He has a free LLC program available for a limited time at RoyalLegalSolutions.com; you can contact him and download his e-book there, too

3 Key Points

  • It’s important to keep your assets safe.
  • By streamlining processes you create time freedom for yourself.
  • Work with people who know what they’re doing – especially when it involves the law.

Credits

Sep 26, 2019

Public Service Announcement: Please keep your junk in your pants or in your trunk. Seem obvious? Not to Katie Townsend’s client! Katie’s a long-time REALTORÒ in Parsons, Tennessee who learned a valuable lesson about safety early in her career. Tune in to hear what she saw, what she learned, and why she’s a better professional because of it.

Please subscribe to this podcast in iTunes or in the Podcasts App on your phone. Never miss a beat from Leigh by visiting leighbrown.com.

Time Stamped Show Notes:

  • 00:45 – Introducing Katie, a REALTORÒ of 15 years in Parsons, Tennessee who owns her own firm
  • 01:45 – She will be president of her association next year
  • 04:20 – On buying and selling real estate
  • 04:40 – It’s a very professional business; the consumer is getting wiser and people in the industry who are professional thrive
  • 05:20 – People don’t know what goes on at the back-end
  • 07:30 – Katies CSIRE story
  • 07:45 – It has to do with safety; a gentleman was paying cash and wanted to see remote properties
  • 08:08 – On the drive, he pulled out his “junk”; she didn’t have cell service and she made an excuse to leave him ASAP
  • 11:00 – What Katie has learned
  • 11:15 – She could’ve been in a dangerous situation; now she leaves a list at her office and lets people know where she’s going to be
  • 12:00 – She also keeps two guns with her at all times; her husband gave her a gun for Valentine’s Day, too
  • 12:56 – Ask better questions before you spend alone time with clients; it makes you a better professional
  • 14:48 – Be responsible for yourself
  • 15:05 – How to contact Katie: her website

3 Key Points

  1. Buying and selling real estate is an adult job.
  2. Be safe – crazy things can happen!
  3. Ask better questions to elevate yourself as a professional.

Credits

Sep 19, 2019

I’m sorry, did you say Sunset Avenue or Gun-set Avenue? Aaron Fragnito, founder of Peoples Capital Group and successful real estate investor, gives us the nitty-gritty truth about being a landlord. Tune in as he shares about his greatest challenges, biggest shocks, and most valuable lessons that have shaped the way he runs his business today. 

Please subscribe to this podcast in iTunes or in the Podcasts App on your phone. Never miss a beat from Leigh by visiting leighbrown.com.

Time Stamped Show Notes:

  • 00:45 – Introducing Aaron, a real estate investor
  • 01:30 – On being a landlord
  • 01:45 – It’s not as easy as you’d think; Section 8 annual inspections, the neighborhood, and difficult tenants can make it hard to get an income from the property
  • 03:15 – You need to pick and choose your tenants to fit what you want
  • 03:45 – What he looks for in a tenant and why
  • 04:00 – Credit checks and checks on evictions are a good place to start; interview them, see how they speak, and notice how they take care of their car
  • 05:22 – He had a bad experience with a tenant who didn’t take care of the property; he visited and it looked like a third-world country, they were living so poorly
  • 06:50 – His property manager walks through each unit every 6-8 months now
  • 07:47 – They ended up selling the building; they were unable to evict the tenants
  • 12:20 – On vetting your tenants and using property managers
  • 12:42 – If you interview your tenants well, you’ll profit more and have a better experience as a landlord
  • 13:25 – His partner does a 30-second walk-through of their current home as part of the interview process
  • 14:00 – Aaron’s piece of advice: Diversify
  • 14:38 – They buy an apartment building every quarter and have tons of syndications; they’ve cracked the code to profit in their area
  • 15:20 – Get out there, meet people, ask questions, and connect
  • 16:45 – How to contact Aaron: peoplescapitalgroup.com

3 Key Points

  • Being a landlord isn’t always as easy as it seems.
  • Vet your tenants!
  • Connect with others to learn, partner, and connect.

Credits

Sep 12, 2019

What makes commercial real estate interesting? Jef Conn, an industrial, office and investment specialist, reveals how a company like Chick-fil-a chooses a location and why he’s always got some cash on-hand. Listen in to hear why he calls his competitors friends, why he wants a unified platform, and why he’s a con-man.

Please subscribe to this podcast in iTunes or in the Podcasts App on your phone. Never miss a beat from Leigh by visiting leighbrown.com.

Time Stamped Show Notes:

  • 01:30 – Introducing Jef, a West Texas commercial real estate expert
  • 01:45 – He is good with numbers and has a personality that fits industrial and commercial real estate; it’s very cut and dry
  • 04:10 – If he comes across a homeless person or squatter, he gives them cash, respect, and asks them to leave
  • 05:20 – On how Chick-fil-a chooses a location
  • 05:42 – They find the best location based on demographics, neighbors, location, and average household income
  • 06:50 – Using RPR to determine demographics
  • 07:12 – He has access to some additional demographics because he is a CCIN
  • 08:30 – They have an opportunity zone overlay for people who have money to spend; it helps disadvantaged communities
  • 10:35 – Jef’s local action to protect private property rights
  • 11:00 – He worked with a group to fight against law prohibiting “social gatherings” from occurring in short-term rental properties
  • 13:40 – On sharing best practices with colleagues
  • 14:00 – He calls his competitors friends and appreciates his association connections; they do so much for their community quietly and humbly
  • 15:15 – He didn’t realize how much his colleagues give back
  • 15:38 – On having one centrally-located platform
  • 16:00 – He thinks having three platforms is absurd; NAR should create one
  • 17:35 – How to contact Jef: email jconn@cbcworldwide.com or phone (806)787-4779

3 Key Points

  • Take care of your community and help people – including squatters.
  • Wealth can be built tax-free as part of the opportunity zone.
  • Talk to connected people and stay posted on what’s happening in your area.

Credits

  • Audio Production by Chris Mottram
  • Show Notes provided by Melissa Valder
Aug 15, 2019

Do you want to be your client’s real-life Wizard of Oz and give them what they never even thought possible? Steve Sims, a speaker, coach, author and master of making things happen, has some invaluable advice for REALTORS® who really want to WOW their clients in today’s solution-based economy. Listen in to learn how you can give people more than what they want – even before they know it’s possible.

Please subscribe to this podcast in iTunes or in the Podcasts App on your phone. Never miss a beat from Leigh by visiting leighbrown.com.

Time Stamped Show Notes:

  • 00:50 – Introducing Steve, a speaker, coach and author of Bluefishing
  • 02:50 – He believes people overthink marketing; he helps people market effectively, especially those in real estate
  • 04:40 – Communication fixes things that otherwise look complicated
  • 04:50 – People don’t clearly ask for what they want; they ask for what they think is possible
  • 06:06 – On giving people more than what they want
  • 06:20 – Think, dream and vision for your clients to go beyond being a service provider
  • 11:00 – We settle because we’re afraid of failing and being seen as a failure; our greatest achievements come from our greatest failures
  • 15:45 – On his book and work
  • 16:00 – He speaks globally, likes to grow, and loves to help people get out of their own way
  • 17:00 – A second book is in the works
  • 17:20 – On what he wants from a REALTOR®
  • 18:15 – He wants someone to solve a problem and tell him what he needs to know
  • 19:50 – Give answers to questions people don’t know to ask
  • 20:35 – On his tag-team relationship with his wife
  • 21:20 – His wife knows how to ask questions and communicate
  • 22:20 – His wife didn’t like their current property at first; they made a pros and cons list and eliminated the problems she didn’t like
  • 25:00 – On listening to both sides
  • 25:05 – Usually one person in the relationship makes the ultimate decision; determine that person but keep both sides in mind
  • 26:40 – Steve’s wife has ultimate veto power because she needs to be happy in the home
  • 27:15 – We’re in a solution-based economy
  • 28:00 – How to hear more from Steve – Read Bluefishing, listen to his podcast The Art of Making Things Happen, check out his website, and find him on all social media channels

3 Key Points

  • Go beyond providing a service by giving more than what you’re asked for.
  • Don’t settle. Don’t be afraid to fail.
  •  Solve more and be the “who” people need.

Credits

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